国际商务英语课件

1、1国际商务英语International Business EnglishUnit One INTERNATIONAL BUSINESS 1.1 What Is International Business?1.2 The Scope of International Business Activities1.3 Commercial Risk 1.4 Commercial Credit1.5 International Business Management1.6 A Brief Introduction to WTO 21.1 What Is International Business?

2、1.1.1 Basic Concepts on International BusinessThe rationale for international business between nations centers on specialization, absolute advantage and comparative advantage. 国际商务英语International Business EnglishAdam Smith: absolute advantage David Ricardo: comparative advantage (opportunity cost )3

3、1.1 What Is International Business?1.1.2 Reasons for Recent International Business GrowthExpansion of Technology Liberalization of Cross-Border Movements Other Reasons 国际商务英语International Business English41.2 The Scope of International Business Activities1.2.1 Trade in Goods and Trade in ServicesInt

4、ernational business activities concern about the trade operations of both import and export, which includes the purchase and the sale of both visible and invisible goods.Purchase and sale of visible goods is called trade in goods, while purchase and sale of invisible goods is called trade in service

5、s. 国际商务英语International Business English51.2 The Scope of International Business Activities1.2.2 International InvestmentInternational investment has a crucial impact on a nations balance of payments. When foreign direct investment (FDI) is made, capital enters a country, enabling it to import manufa

6、ctured materials to build a new manufacturing plant and to pay workers. FDI flows to developing countries have been heavily concentrated in two sectors.国际商务英语International Business English61.2 The Scope of International Business Activities1.2.3 Cultural Conflicts in International BusinessCultural Co

7、nflict in Negotiation Cultural Conflict in MarketingCultural Conflict in Business AdministrationCultural Conflicts in Business Public Relations国际商务英语International Business English71.3 Commercial Risk The special risk elements confronted in international business activity include financial, political

8、, regulatory and tax risks. The financial risk elements involve balance-of-payments considerations, varying exchange rates, differential inflation trends among countries and divergent interest rates. 国际商务英语International Business English81.4 Commercial Credit1.4.1 What Is Commercial Credit?Commercial

9、 credit is sometimes referred to as business credit or commercial lending, which is a measure of an organizations ability to obtain goods or services based on a promise to pay for them later. Its main forms include purchased merchandise on account, advances on sales and commercial bill. 国际商务英语Intern

10、ational Business English91.4 Commercial Credit1.4.2 The Reason of Using Commercial CreditWith the emergence of the commercial credit, the enterprises can offer each other credit, while solving the problem of inconsistencies during the process. 国际商务英语International Business English101.4 Commercial Cre

11、dit1.4.3 The Main Bodies of Commercial CreditThe main bodies of commercial credit are business enterprises. Unlike items and services obtained using personal credit, those acquired with business credit are meant to be used for commercial reasons only.In some cases, the owner or owners of a business

12、are held personally liable for the debts of the business. 国际商务英语International Business English111.4 Commercial Credit1.4.4 The Protection of Commercial CreditProtecting the commercial credit is one of the most important tasks that modern companies face. The judicious use of commercial credit ensures

13、 that a corporation has resources to call upon when a temporary downturn in sales takes place, or when an opportunity to expand operations in order to take advantage of market changes takes place. 国际商务英语International Business English121.5 International Business Management1.5.1 IntroductionThe main c

14、oncerns are environment, process and regularity of the international business activities. People who are occupied in international business management must have some abilities. 国际商务英语International Business English131.5 International Business Management1.5.2 Importance of International Business Manag

15、ementChina will be more heavily involved in world economic and trade activities.On one hand, more and more famous enterprises are situated in China in forms of foreign investment, joint venture, corporation and so on. On the other hand, Chinese enterprises are moving towards the internationalization

16、. 国际商务英语International Business English141.6 A Brief Introduction to WTO 1.6.1 What is WTO?The World Trade Organization (WTO) is the umbrella organization responsible for overseeing the implementation of all the multilateral agreements that have been negotiated in the Uruguay Round and those that wil

17、l be negotiated in the future. 国际商务英语International Business English151.6 A Brief Introduction to WTO 1.6.1 What is WTO?The World Trade Organization (WTO) deals with the rules of trade between nations at a global or near-global level. There are a number of ways of looking at the WTO. Negotiation foru

18、m A place to operate a system of trade rules A place to help settle trade disputes 国际商务英语International Business English161.6 A Brief Introduction to WTO 1.6.2 Principles of the Trading SystemTrade without DiscriminationMost-favored-nation (MFN)National treatmentTransparencyPredictable and growing ac

19、cess to marketsFree tradePredictability国际商务英语International Business English171.6 A Brief Introduction to WTO 1.6.3 Major Functions Promoting Fair CompetitionEncouraging Development and Economic Reform国际商务英语International Business English18国际商务英语International Business EnglishUnit Two INTERNATIONAL TRA

20、DE2.1 Introduction2.2 Business Preparatory Work 2.3 Business Negotiation and Establishment of Contract2.4 Export and Import Documentation2.5 The Performance of an Export Contract192.1 Introduction2.1.1 Definition and Characteristics of International TradeInternational trade, also known as world trad

21、e, or overseas trade, is the fair and deliberate exchange of goods and services across national boundaries. It concerns trade operations of both import and export and includes the purchase and sale of both visible and invisible goods.国际商务英语International Business English202.1 Introduction2.1.1 Defini

22、tion and Characteristics of International TradeThe fundamental characteristic making international trade different from domestic trade is that international trade involves transactions that take place across national borders.国际商务英语International Business English212.1 Introduction2.1.2 Reasons for Int

23、ernational TradeResource reasons.Economic reasons.Other reasons, including political objectives, tastes, preferences and consumption patterns. 国际商务英语International Business English222.1 Introduction2.1.3 Basic Concepts of International Trade Export and importValue of foreign tradeQuantum of foreign t

24、radeBalance of trade国际商务英语International Business English232.1 Introduction2.1.4 Classification of International TradeExport trade, import trade and transit tradeDirect trade, indirect trade and entrepot tradeTangible trade and intangible tradeBarter trade and free-liquidation trade国际商务英语Internationa

25、l Business English242.1 Introduction2.1.5 Basic Procedures of Export BusinessPreparation for exportNegotiation of terms and conditions for the formation of a contract for export businessFulfillment of a contract for export business国际商务英语International Business English252.1 Introduction2.1.6 Basic Pro

26、cedures of Import BusinessPreparation for importNegotiation of terms and conditions for the formation of a contract for import businessFulfillment of a contract for import business国际商务英语International Business English262.2 Business Preparatory Work2.2.1 Market Research Evaluation of the target market

27、 is the first step in implementing profitable import or export plans. Information concerning the following subjects may be valuable for deciding the target country: cultural background and economic situations, political climate of the country, current import and export statistics, government policy

28、on international trade, and information on trade barriers and restriction.国际商务英语International Business English272.2 Business Preparatory Work2.2.2 Credit InquiryIn international business, credit inquiry is made by traders requesting the financial position, credit, reputation and business methods of

29、other firms.国际商务英语International Business English282.2 Business Preparatory Work2.2.3 Making ContactsMaking contacts is a process that both reinforces the credit inquiry of certain firms and establishes business relations with them.国际商务英语International Business English292.3 Business Negotiation and Es

30、tablishment of ContractBusiness negotiation is a bargain process involving potential parties (buyer and seller) to a contract with an aim of coming into an agreement on price, payment, quantity, quality and other terms or conditions of a sale.To reach an agreement in the business negotiation, in mos

31、t cases, five stages are needed: enquiry, offer, counter-offer, acceptance and conclusion of a contract. 国际商务英语International Business English302.4 Export and Import DocumentationDocumentation is an invisible part of international trade. It refers to the preparation and examination of documents invol

32、ved in a transaction. The major purpose of documentation is to provide a specific and complete description of the goods so that they can be correctly processed for transport, insurance, payment, customs clearance, etc.国际商务英语International Business English312.4 Export and Import Documentation2.4.1 Gov

33、ernment Control DocumentsGovernment control documents normally include import license, foreign exchange license, export license, certificate of origin, inspection certificate, consular invoice and customs invoice.国际商务英语International Business English322.4 Export and Import Documentation2.4.2 Commerci

34、al DocumentsCommercial documents are generally issued by the importer, the exporter or some relevant non-governmental business organizations. Commercial documents may include pro forma invoice, commercial invoice, quality certificate and weight certificate.国际商务英语International Business English332.4 E

35、xport and Import Documentation2.4.3 Finance DocumentsQuite a few finance documents are used to ensure that the exporter receives full and timely payment for the shipment in international trade. These documents are usually issued by banks or exporters, including application form for international mon

36、ey transfer, drafts, bankers draft, commercial draft, sight draft, time draft, application for documentary letter of credit and letter of credit.国际商务英语International Business English342.4 Export and Import Documentation2.4.4 Transportation DocumentsA few commonly used transportation documents are lis

37、ted below: shipping note, packing list, bill of lading, consignment note (rail, road), air waybill, parcel post receipt, combined transport documents, and arrival notification.国际商务英语International Business English352.4 Export and Import Documentation2.4.5 Insurance DocumentsThe cargo insurance docume

38、nt is a contract whereby the insurer (insurance company), on the basis of a premium paid, undertakes to indemnify the insured against loss from certain risks or perils to which the cargo insured may be exposed. It is an indispensable adjunct of international trade. There are three important insuranc

39、e documents: insurance policy, insurance certificate and open policy.国际商务英语International Business English362.5 The Performance of an Export ContractPerformance of the established contract is an indispensable step to both parties to realize the economic benefit from international trade and it is both

40、 the economic behavior and the legal act to the parties concerned.国际商务英语International Business English372.5 The Performance of an Export Contract2.5.1 Export ProceduresCargo readinessL/CCustoms clearanceShippingInsuranceDocument and payment国际商务英语International Business English382.5 The Performance of

41、 an Export Contract2.5.2 Import ProceduresImport licenseL/CTransportation preparation Insurance Payment Customs clearance Inspection and taking delivery Claim Settlement of disputes国际商务英语International Business English39国际商务英语International Business EnglishUnit Three BUSINESS NEGOTIATION3.1 Overview o

42、f Business Negotiation3.2 The Principles of Business Negotiation3.3 Preparation for Negotiation 3.4 General Procedures in Business Negotiation3.5 Negotiation Strategies and tactics3.6 Language for Negotiation3.7 Cultural Influence on Negotiation403.1 Overview of Business Negotiation3.1.1 What is Neg

43、otiation?Negotiation is the process we use to satisfy our needs when someone else controls what we want. Whenever people exchange ideas with the intention of changing relationships, whenever they confer for agreement, they are negotiating.The ability to deal with business affairs, to arrange by disc

44、ussion the settlement of terms, to reach agreements through treaties and compromise.国际商务英语International Business English413.1 Overview of Business Negotiation3.1.2 The Importance of Business Negotiation Negotiation is a dynamic process of adjustment. It is in the mutual interest of participants to c

45、ome to some agreement and this provides a cooperative aspect.Success in negotiation is seen not to be measured in points scored off ones opponent, but in the contribution that the negotiation itself.国际商务英语International Business English423.2 The Principles of Business NegotiationWin-win Principle Equ

46、ality PrincipleSincere CooperationKeep It Flexible and Fluid 国际商务英语International Business English433.3 Preparation for Negotiation3.3.1 Selecting Members of the Negotiating TeamComposing Principles of Negotiating GroupThe Composition of the Negotiating Group To organize the negotiating group and to

47、divide the workThe Qualities of Negotiating Members国际商务英语International Business English443.3 Preparation for Negotiation3.3.2 Identifying the Negotiation Issues and ObjectivesAn issue is any assertion about which you and your counterpart disagree. In contrast, nonissues are assertions about which bo

48、th parties agree. Issues are the bases for the differences of both parties negotiation positions. Because of that, you must identify the key issues that effect those positions before you develop your pre-negotiation objectives.国际商务英语International Business English453.3 Preparation for Negotiation3.3.

49、3 Gathering Information Once the negotiating team has been organized, the first and most important step in preparing for a specific negotiation is gathering information. Obtaining Information Key Information Should Be Gathered Analyzing information国际商务英语International Business English463.3 Preparatio

50、n for Negotiation3.3.4 Negotiating Brief and Negotiating PlanThe negotiation brief consists of the instructions given to the team leader by the management, while the negotiating plan is developed by the negotiating team and represents the manner they propose to implement the instructions stated in t

51、he negotiating brief.国际商务英语International Business English473.4 General Procedures in Business Negotiation3.4.1 EnquiryIn international trade, enquiry is usually made by the buyer without engagement to get information about the goods to be ordered, such as the commoditys name, quality, price, mode, t

52、he desired quantity and delivery date, and other terms.国际商务英语International Business English483.4 General Procedures in Business Negotiation3.4.2 OfferAn offer is a proposal of terms and conditions presented in a potential contract by one party, called the offeror, to another party, called the offere

53、e. For the sake of the agreement to be binding, the offeree must first accept the offer, otherwise there is no legal-contract.国际商务英语International Business English493.4 General Procedures in Business Negotiation3.4.2 Offer Offer with EngagementThis is the kind of offer, in which the offerors intentio

54、n of making a contract is definitely indicated, and under which the offeror cannot revoke or amend what he has offered during the validity of the offer. Here is an example from offer by fax:国际商务英语International Business English50 Dear sirs Thanks for your enquiry dated June 5th. We offer firm subject

55、 to reply on June 15th, 2005, 3 000 pairs of Chinese shoes Grade A 3 dollars per pair CGR Montreal, shipment with one month after receipt of sight L/C, which must reach here by the end of August. Please make quick acceptance. Yours Faithfully Ollie国际商务英语International Business English513.4 General Pr

56、ocedures in Business Negotiation3.4.2 Offer Offer without EngagementWhat is stated in an offer without engagement, is unclear, incomplete and with reservations. This kind of offer is not binding on the offeror.The following cable, for example, is an offer of this kind:国际商务英语International Business En

57、glish52OFFER APPROXIMATELY TWENTY THOUSAND METERS CHINESE HANGZHOU BROCADE REFERENCE PRICE UNDOLLARS SIXTEEN PER METER CIF NEW YORK IRREVOCABLE L/C SUBJECT TO OUR FINAL CONFIRMATION国际商务英语International Business English533.4 General Procedures in Business Negotiation3.4.3 Counter-offerAfter the offere

58、e has received the firm offer, he may accept it and conclude the business with the offeror, or he may not accept it, or may not accept it wholly and put forward some additions, modifications, limitations, etc. to the basic terms and conditions contained in the offer.A fax counter-offer, for example,

59、 is as following:国际商务英语International Business English54Dear Mr. DavidWe received your letter dated on June 21st, 2009, offering us 12 000MT China soybean at US280 per ton the usual terms.We are sorry to inform you that buyers in Japan find your price much too high, because the soybean from Korea bei

60、ng sold here is 10% lower than yours.So, we will purchase 10.000 MT if you could accept our price of US270 per ton CFR C5 London. But in the meantime, we would point out that the soybean can now be purchased from the Southeast Asia at the above price. You are absolutely aware of the fact that prices